The international bestseller that revolutionized high-end selling!Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential reading for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, $1-million dollar research into effective sales performance, this groundbreaking res...

Um arsenal de táticas perspicazes e estratégias vencedoras para fazer de você um sucesso nas vendas para grandes clientes. Saber como chegar a quem decide a compra, lidar com a concorrência, entender a psicologia do comprador e atender ao cliente ? essas são as chaves para o sucesso quando você precisa encarar grandes clientes. Eis aqui um livro com estratégias e táticas práticas, comprovadamente eficazes para todo o ciclo de vendas para grandes contas. Com base na exaustiva pesquisa de Ne...

True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book.Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of th...

An Arsenal of Shrewd Tactics and Winning Strategies to Make You a Major Account Sales SuccessKnowing how to get to the decision maker, deal with the competition, understand buyer psychology, and service the client--these are the keys to success when you need to nail down major accounts. Now, for the first time, here's a book of practical, proven-effective strategies and tactics for the entire major account sales cycle.Based on Neil Rackham's exhaustive rese...

How do some salespeople consistently outsell their competition? Why do closing techniques work in small sales but fail in larger ones? How can salespeople dramatically increase their sales volume from major accounts? If you're in sales--or if you manage a sales force--you need the SPIN strategy. Developed from 12 years of research into 35,000 sales calls, SPIN--Situation, Problem, Implication, Need-payoff--is already in use by many of the world's top sales forces. Now these revolutionary, ...

From boardrooms to befuddled aliens, what if the high-tech absurdities of modern life accelerated to warp speed?The stories in Neil Rackham's debut science fiction collection, Elliptical Billiard Balls, explore the worlds of business and tech - not to mention English-speaking dogs and aliens who communicate via smells - to create strange new futures.A cash-strapped religious order turns to a consultant to transform its fortunes; two implanted micro...

Neil Rackham, PhD is the author of SPIN Selling and The Psychology of `Negotiating… he is a internationally noted researcher in professional selling and offers many workshops for sales managers and executives.

In today's markets, success no longer depends on communicating the value of products or services. It rests on the crucial ability to create value for customers. Sales forces need to retool current strategies by recognizing the customer's dominant power in today's economy and what that means for those who sell. Capitalizing on research into the practices of cutting edge companies, the authors show how the successful sales force breaks away from traditional thinking and transforms themselves...

Qual è il segreto del successo nelle vendite? Se la pensate come la maggioranza dei leader del settore, risponderete che tutto ruota sulle relazioni… Ebbene, vi sbagliate. I venditori migliori non si limitano a costruire buone relazioni con i clienti, ma li sfidano. La necessità di capire cosa distingue i top performer delle vendite da quelli con performance nella media ha spinto Matthew Dixon, Brent Adamson e i loro colleghi del Corporate Executive Board a condurre un'approfondita ricerca...

В основе книги — многолетние исследования компании Huthwaite. Суть исследований состояла в том, чтобы сравнить принципы успешной работы в больших и малых продажах. Результаты стали сенсацией: оказалось, что многие навыки и техники, способствующие удачным продажам недорогих товаров, не только недейственны для больших продаж, но мешают им. Что такое SPIN? В больших продажах, когда речь идет о крупных сделках и дорогостоящих товарах, задача продавца — построить доверительные деловые отношения...

What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place?Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results.

Rudyard Kipling's 'Puck of Pook's Hill' is a charming illustrated children's classic that follows the adventures of two children who encounter the mischievous Puck, a magical sprite, in the ancient English landscape of Pook's Hill. The book seamlessly weaves together historical tales, folklore, and Kipling's trademark storytelling to create a delightful and educational read. Kipling's vivid descriptions bring the setting to life, making it a vivid tapestry of a bygone era. The book's playf...